At a Glance
- Tasks: Lead and scale Freshworks' GSI partnership programme with major tech players.
- Company: Join a dynamic team at Freshworks, a leader in enterprise technology.
- Benefits: Competitive salary, diverse workplace, and opportunities for growth.
- Other info: Be part of a culture that values diversity and innovation.
- Why this job: Shape the future of partnerships in a fast-paced tech environment.
- Qualifications: 12+ years in tech partnerships, with strong GSI experience.
The predicted salary is between 80000 - 100000 £ per year.
Senior individual contributor responsible for building and scaling Freshworks' GSI partnership programme across India-headquartered global systems integrators. This is a build role; the foundation does not exist at scale. You will establish it.
Responsibilities
- Own the GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtree
- Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines
- Build GSI practice development programmes — enablement, certification, solution plays, and co-sell motions
- Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies
- Negotiate commercial frameworks including resale, referral, and services attach economics
- Establish exec-level relationships at VP and C-suite within each named GSI account
- Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements
- Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline
- Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership
Qualifications
- 12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership
- Direct, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree
- Proven track record of building GSI programmes from low maturity to measurable revenue contribution
- Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them
- Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements
- Ability to operate at CXO level internally and externally
- Strong commercial acumen — able to model partner economics, margin structure, and services attach rates
- Experience managing or influencing geographically distributed teams
- Familiarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and Zendesk
- Based in London, with willingness to travel internationally
Additional Information
What Success Looks Like in Year One
- GSI programme charter signed with at least three named partners
- Joint GTM plans active with measurable pipeline targets per partner
- Freshworks practice capability established within two GSIs (certified practitioners, solution plays live)
- First partner‑influenced enterprise deals closed in ITSM or CX
- GSI PDM team structure defined and first hire in place
At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business.
GSI Partnerships Director employer: Freshworks
Freshworks is an exceptional employer that champions innovation and collaboration, particularly in the dynamic landscape of enterprise technology partnerships. With a strong commitment to employee growth, we offer extensive training and development opportunities, fostering a culture of inclusivity and diversity that empowers individuals to thrive. Based in London, our vibrant work environment not only encourages creativity but also provides the unique advantage of engaging with leading global systems integrators, making every day at Freshworks a rewarding experience.
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We think you need these skills to ace GSI Partnerships Director
Some tips for your application 🫡
Highlight Your Analytical Skills:In the business intelligence field, showcasing your analytical skills is a must. Make sure your CV includes relevant experience with data analysis tools, programming languages like SQL or Python, and any projects where you've interpreted complex data sets to drive business decisions.
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Tailor Your Documents for Us:When applying for a full-time role at Freshworks, tailor your CV and cover letter to reflect our organisational goals and strategies. Mention specific tools and methodologies that align with what we do—this shows you’ve done your homework and are genuinely interested in our mission!
Include Relevant Certifications:Certifications like Google Data Analytics or similar qualifications can really make you stand out in business intelligence. Include these in your application, as they demonstrate your commitment to the field and your willingness to stay current with industry standards.
How to prepare for a job interview at Freshworks
✨Show off your analytical skills
In a business intelligence role, you're going to need to demonstrate your analytical prowess. Be prepared to discuss specific tools you've used, like SQL, Tableau, or Power BI. Have real-world examples ready where you’ve turned data into actionable insights – this is what makes us shine in interviews!
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✨Portfolio of Projects
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✨Know their business model
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